Site design appeals to diversifying markets increases lead capture - - PowerPoint PPT Presentation

…increases lead capture 89% Site design appeals to diversifying markets

Jacob Baldwin Search Engine Marketing Manager One Call Now

Session Speaker

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Jacob Baldwin Search Engine Marketing Manager One Call Now

Jacob Baldwin is the Search Engine Marketing Manager for America’s largest and fastest growing voice, text and email notification company, One Call Now. During his time there, Baldwin has spearheaded major projects such as the radical redesign of its marketing site, the construction and application of the digital marketing testing and strategy programs and the implementation

• f its persona-based content marketing program. He has been

quoted in numerous business publications including Website Magazine, Inc. Online, Businessbolts.com, and The Network Journal.

Black & White Headshot

@Jacobaldwin

The Company

• 10 years old
• B2B and B2C SaaS provider of

automated notification solutions

• We facilitate one-to-many

communication for Businesses, schools, various other not-for- profit groups

Gotta start somewhere

• In the beginning, I knew nothing about digital

marketing, web design, lead capture, conversion actions, SEO, information architecture, personas - nothing.

• We didn’t have any sophisticated testing

software.

• All of the tests we did were sequential, not

A/B.

• The new site we created was a great

improvement, but it’s not by any means perfect.

Improving Lead Gen

More and more marketers are

• ptimizing online activity to

improve their lead generation efforts.

Why Optimize?

Lead Gen.

The Challenge

• Thought sequence
• Page layout
• Imagery
• SEO
• Segmentation model
• Messaging/Value Prop

Back to the drawing board:

Segmentation modeling

• Religious Organizations
• Mega & Corporate

Churches

• Congregational

Churches

• Synagogues & Chabads
• Business
• Customer Notification
• Business Continuity
• Staffing Calls
• Religious Organizations
• Small Churches
• Medium Churches
• Large Churches
• Synagogues
• Religious Organizations
• Other
• Business
• Consumer Services
• Healthcare
• Property Management
• Manufacturing
• Utilities Providers
• Other

Into Original

Back to the drawing board:

Persona Characteristics

Characteristics

• Doesn’t want or need

to talk to sales person

• Ready to purchase at

any moment

• Knows what they want

Spontaneous

Characteristics

• Touchy-feely
• Enjoys reading about

people & special interest stories

• Philanthropic

Characteristics

• Very logical
• Will likely consume

every piece of related content before making decision Characteristics

• Wants to be the best,

wants to use the best products

• Very results-oriented,

needs to prove success

Humanistic Methodical Competitive

Back to the drawing board:

Persona-specific content

Appealing content

• 800 Number
• Option to “Buy Now”
• Pricing info

Spontaneous

Appealing content

• Testimonials
• Videos
• Social responsibility

(marketing with a purpose) Appealing content

• Case studies
• Product/tech spec

sheets

• Long copy

Appealing content

• Testimonials
• Value proposition
• Feature sets
• Side-by-side

comparisons

Humanistic Methodical Competitive

VERY Long Story Short…

• New segmentation model

drove basic navigation structure and information architecture

• Identification of persona

characteristics informed content production and

• n-page content offerings

and CTA’s.

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VERY Long Story Short…

• New segmentation model

drove basic navigation structure and information architecture

• Identification of persona

characteristics informed content production and

• n-page content offerings

and CTA’s.

13

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Experiment 1: Background

Experiment ID: One Call Now Multivariate Lead Capture Test Location: Homepage Test Protocol: TP0001

Background: Radical redesign of website. Objective: Increase conversion rate, increase traffic, reduce bounce rate, provide niched messaging via enhanced segmentation. Primary Research Question: Which version of our homepage will produce a higher lead capture rate? Test Design: Before-and-after optimization test to assess whether or not radical redesign will increase lead capture.

Research Notes:

Experiment 1: Original Homepage

Note:

• Navigation placement
• CTA Placement
• Color Palette
• Imagery
• Multiple value

propositions

• General layout of

homepage

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Experiment 1: Treatment

Note:

• Restructured nav
• Consolidated CTA’s
• Single value proposition
• Trust indicators
• Color palette
• New content

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Experiment 1: Side-by-side

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Control Treatment

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Experiment 1: Results

19% increase in lead capture

Creating a more “professional-looking” website and clearly labeling CTA’s worked to clarify what action we wanted people to take.

Never stop improving: Website improvements are incremental and should be treated as such. Complacency is CRO’s worst enemy. Test, tune, repeat.

!

Experiment 1 Original Treatment %∆ Homepage layout modification 2.40% 2.85% +18.75%

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Experiment 2: One Call Now CRO Test

Experiment ID: One Call Now Conversion Panel Test 1 Location: Homepage Test Protocol: TP0002

Background: Consolidated CTA’s into single area. Test optimal number and mix of CTA’s displayed. Objective: Increase lead capture rate. Primary Research Question: Which version of our CTA panel will produce a higher lead capture rate? Test Design: Before-and-after optimization test to assess whether or not reducing the number of CTA’s will increase lead capture.

Research Notes:

Experiment 2: CRO Test

Original:

• 11 Conversion actions in this

3”x3” space

• Hypertext links on top of

textured gradient background

• Equal CTA weighting

Experiment 2: CRO Test

Treatment:

• Reduced the number of CTA’s
• Used actual buttons instead of

hypertext links

• “Free Trial” carries heavier

weight

• Put additional conversion actions

such as “Request a Quote” in the Learn More pop up.

Experiment 2: CRO Test

Original Treatment

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Experiment 2: Results

9.47% decrease in Lead Capture

Beware of blindly following “best practices”!

Beware myopic logic: Just because it makes sense to you doesn’t mean it makes sense to your audiences.

Experiment 2 Original Treatment %∆ CTA Panel Modification 2.85% 2.58%

• 9.47%

!

But Wait…

Where did “Request A Quote” go?

• Capturing

sample calls and free trial signups from front page.

• Moved RFQ

inside popup dialog when you click “Learn More”

• What was the

result?

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What can we learn?

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?!

Hint: Experiment 3

What can we learn?

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?!

Hint: Experiment 3

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Experiment 3: Background

Experiment ID: One Call Now Conversion Panel Test 3 Location: Homepage Test Protocol: TP0003

Background: Modified number of CTA’s and layout of presentation. Looking for

• ptimal performance.

Objective: Increase lead capture rate. Primary Research Question: Which version of our CTA display will generate a higher lead capture rate? Test Design: Before-and-after optimization test to assess if changing the number and layout of CTA’s will increase lead capture.

Research Notes:

Experiment 3: CRO Test

Original:

• Three main conversion buttons
• “Free Trial” carries heavier

weight

• Put additional conversion actions

such as “Request a Quote” in the Learn More pop up.

Experiment 3: CRO Test

Treatment:

• Added Request a Quote back into

the mix

• New button layout – “quadrant-

style”

• Equal weighting for all four CTA’s

Experiment 3: CRO Test

Original Treatment

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Experiment 3: Results

76.34% increase in lead capture

Quad-style CTA layout promotes higher engagement and drives lead capture rate.

Proximity Matters: The closer your conversion actions are to your front door, the more likely they’ll get found and clicked.

Experiment 3 Original Treatment %∆ CTA Panel Modification 2.58% 4.55% +76.36%

!

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Experiment 4: Background

Experiment ID: One Call Now Free Trial Signup Process Test Location: Homepage Test Protocol: TP0004

Background: I think the pagination of Free Trial signup process creates too much friction. Objective: Increase Free Trial lead capture rate. Primary Research Question: Which version of our Free Trial signup process will produce higher lead capture rates? Test Design: Before-and-after optimization test to assess whether or not a two-step signup process creates less friction/anxiety as the 4-step signup process.

Research Notes:

Experiment 4: Free Trial Signups

Original:

• Four-step signup process
• Word “checkout” to

proceed with free trial?

• If we’re not asking for any

CC info, why are there dollar signs ($) on this page?

Experiment 4: Free Trial Signups

Treatment:

• Four-step signup process

shortened to a single page

• “Checkout” language

changed to “Start Free Trial”

• Removed $ signs

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Experiment 4: Results

55.3% increase in Lead Capture

By shortening the signup process and changing the language in the CTA, we were able to see significant lead gen increases from our Free Trial form.

Reduce friction: Don’t make your visitors work unnecessarily hard to convert.

Experiment 4 Control Treatment %∆ Free Trial Signup Process Optimization 15.65% 24.3% +55.3%

!

Main Takeaways

Never stop improving: Complacency is lead capture optimization worst enemy and perfection is impossible.

!

“With every new learning, also comes a higher level of understanding.”

Main Takeaways

Beware myopic logic: Just because it makes sense to you doesn’t mean it makes sense to your audiences.

!

Main Takeaways

Proximity matters: Placing RFQ one click deeper resulted in a 73% decrease in number of leads captured via RFQ form.

!

Main Takeaways

Teamwork is key: I did not do this alone. Group buy-in is essential for long- term success.

!

It Takes a Village:

External Consultant: Bruce Brownlee

www.brucebrownlee.com

Vertical Marketing:

Lisa Trentman, Director of B2B Marketing

Graphic Design:

Kim Roerig, Graphic Designer

Marketing Comm.:

Christina Brownlee, Director of MarComm

Web Development:

Jerome Hill, Enterprise Architect

Synergy!